Sales Management in Hospitality Industry

Sales Management

Table of Contents
INTRODUCTION...........................................................................................................................3
TASK 1............................................................................................................................................3
P1 Key Principles of Sales Management in context of sales planning, selling methods & Sales
reporting .....................................................................................................................................3
TASK 2............................................................................................................................................4
P2 Benefits of Sales Structure in context of Hospitality Industry .............................................4
P3 Significance of Sales-orientated Staff ...................................................................................5
P4 Various Sales Distribution Channels ....................................................................................6
TASK 3............................................................................................................................................8
P5 Key Principles & Techniques for successful selling in context of hospitality sector ...........8
TASK 4............................................................................................................................................9
P6 Importance of developing Sales strategies to improve sales profitability ............................9
CONCLUSION..............................................................................................................................10
REFERENCES..............................................................................................................................11

INTRODUCTION
Hospitality Industry consider as the most essential industry and it is also engaged with the
tourism industry. This industry also help to increase the country economy because it also attract
the customers and gain more profit advantages. Hospitality industry provide many services and
facilities like foods, catering, transportation and loading etc. the role of this industry is very
essential because it work for the people and also do some innovation to for customers because
customer satisfaction is the main priority for the industry. Every industry want to increase the
sales so that they can lead the whole marketplace that's why many organisation use appropriate
activities and techniques for the sales management of the organisation. This report will cover the
sales management activities, principles of Savoy hotel, which is consider as the most famous
luxury hotel that located in London and established in the year 1889. This report mainly deal
with the sales management of the organisation and discuss its principles and also evaluate the
specific benefits of sales structure . This report also analyse the significance of sales staff and
determine the principles related to the successful selling.
TASK 1
P1 Key Principles of Sales Management in context of sales planning, selling methods & Sales
reporting
Sales management consider as the process of sales that mainly deal with all the sales
operations and sales department coordinate and implement all the sales techniques which are
helpful to improve sales target and enhance the overall performance of the organisation. Savoy
hotel is a big luxuries hotel that also use sales management principles to manage all the
methods , records and selling activities (Byun, 2018). Assistant sales manager of that hotel used
some specific key principles of sales management which are discussed below- Consistency - This is consider as the prominent principle of sales management that
specially adopted by the sales manager of the organisation. This is necessary to follow
this principle because it will help to evolve the sales of the organisation. Assistant sales
manager of the Savoy hotel also use this principle and follow the useful rules and
guidelines. Through this principle, hotel can flexibly conduct their sales work and
perform all the sales activities in an effective manner.

 Delegation – This principle is also helpful to boost the sale of the organisation and useful
to gain more profit advantages. Delegation is mandatory for the organisation because it
helps in shifting the authority , duties and responsibilities to one person to another person.
Assistant sales manager of the Savoy also use this principle to assign all the duties and
responsibilities to the right people who are more capable to do the sales tasks so that sales
manager can easily manage all the sales process step by step (Grigorova, 2019). Conviction - This principle is important because it helps to manage the critical situation
which are mainly occur during the sale time. Sales manager of the organisation use this
principle when he or she experienced some critical choices and tough conversations. It
will help in many situations like provide criticism, unwelcome sales news etc. Savoy
hotel used this principle to handle all the critical situations and maintain the sales records
with the help of sales methods ( Hazra, Fletcher and Wilkes, 2017).
 Equality - This is essential principle and also useful to maintain good relationship with
the sales staff members. To treat every employees equally is the one of the most
important principle that help to reduce the conflicts and disputes in the organisation.
Savoy sales manager also consider this principle and maintain sales records of all the
sales staff members through sales methods so that sales manager can solve all the issues
of employees without discrimination.
Relation of sales management principles with the sales planning, methods of selling & sale
reporting -
There are various principles of sales management which are mainly related to the sales
planning, method of selling and sales reporting. The description of all these principles
and its importance in respect of sales planning, methods of selling and also sales reporting of the
Savoy hotel are discussed below- Effectiveness of Sales Force – It is essential for the organisation to appoint the high
skilled employees so that they can easily get more productive environment and gain more
profit advantage. Labour force is considered as the prominent factor in which all type of
sales target totally depend. Qualified and capable employees help to identify the
customers need so it is easily for the organisation to set the sales target with the help of
specific sales planning and methods of selling. It is also mandatory for all the sales